To sum up and share sales words, a successful salesperson must master excellent sales skills. In the face of customers' sales without sales knowledge and skills, it can only be regarded as speculation and can't really appreciate the fun of sales. The following is a summary and sharing of sales speech, hoping to help you!
Share the summary of sales speech 1 share the learning experience of sales skills 1
Fortunately, I participated in the course training of "Consulting Marketing Skills-the Core of Sales Ability" organized by the company. Through the study of this course, I learned the concept and principle of skill training of consulting sales, and learned the sales processes and steps such as establishing customer relationship, making sales call plan, determining priority issues, expounding and strengthening product benefits, obtaining feedback and response, and obtaining commitment. Through study, I know.
Skills training in consulting sales is a sales method generally recognized by sales staff at present. It refers to a sales method in which salespeople use their professional sales skills to introduce products, and at the same time, use their analytical ability, comprehensive ability, practical ability, creative ability and persuasion ability to complete customer requirements, predict customer's future needs and make positive suggestions.
Through the study, I realized that to be an excellent salesman, especially in the financial industry, we must establish the consultative selling concept of taking customers as the center and helping customers solve problems, and focus on solving customer problems instead of products. Secondly, before discussing visiting customers, we should make full analysis and preparation. When facing customers, pay attention to the key points of each link and the details that need attention. Third, we must take customers as the center and show the benefits brought to customers. Explore customers' problems and reflect the value of our solutions. Fourth, improve the service quality, let customers feel the value brought by the follow-up service, and then lock in customers and let them continue to buy. Fifth, in the face of different customer groups, it is necessary for us to formulate sales strategies for different customer types through personality type analysis. In my study, I was most impressed by the following points:
1. "sell with heart, serve with heart"
Using our brains to do sales skills training means that when we are selling, we should use our brains, find ways, do market research, develop and design innovative products, establish effective sales channels, do unique publicity activities, target target groups through the network, and sell our products efficiently. Doing service with heart means not only selling products, but also providing customer service and maintenance in the pre-sale, middle-sale and after-sale stages, so that customers can fully realize the professionalism and professionalism of our sales and truly enjoy satisfaction, safety and comfort. As a financial product salesman in the financial industry, we should follow the concept of "selling with our brains and serving with our hearts" and do a good job in the sales and service of financial products.
2. "Persuasiveness and credibility"
The power of faith is infinite, and what kind of faith has what kind of result orientation.
Through the study, I realized that as a sales consultant, his beliefs played a far greater role than his skills. If you want to do a good job in sales, you must have a firm belief that the company you serve is the best company and the products you sell are the best products. Believe you will get it, doubt you will lose it. Where is the heart, where is the wealth!
3. "Goods+Services"/Price = Value
Through learning, I fully realize that the price of a commodity depends on the value of the commodity itself and the quality of service provided in the sales process. So, what are we selling in the training process of financial product sales skills? Is it the financial product itself, the banking service itself, or the financial product plus banking service? Obviously, we sell our financial products and services, and customers buy not only financial products and banking services, but also a feeling. Because most people think rationally and buy emotionally, now people pay more and more attention to the sensory and psychological feelings that the purchased products can bring to him. In the financial market with fierce competition and outstanding homogeneity of financial products, how to make customers accept their own products? This needs to cater to customers' feelings, which is an intangible carrier. However, in the process of sales skills training, we must create a good feeling, including the enterprises, products, people and environment that customers know and pay attention to, and strengthen it.
4. "Avoiding pain" is greater than "pursuing happiness"
Through learning, I realized that the motivation of customer behavior is to pursue happiness and avoid pain. What do customers sell in the process of buying and selling? A customer will never buy a product, but what he buys is the benefits that this product can bring him and the pain that he can escape. Customers will not only care about the product itself, but also care about the interests, benefits and values of the product. What kind of benefits and happiness he can get from buying your products, and what kind of troubles and pains he can avoid. First-class sales consultants sell the benefits of results, second-rate sales consultants sell ingredients, and third-rate sales consultants sell prices. This also made me fully realize that in the future sales of financial products, we should prescribe the right medicine for customers' pain points, explain their value and benefits, let customers eliminate their pain and bring many benefits, and effectively sell our financial products through the law of "pain and speed".
5. "FAA Rules"
Through the study, we realize that the FAB rule means that the salesman, supported by the product's characteristics F (characteristics) and advantages A (advantages), links the benefit B (benefits) of the product with the needs of potential customers, and introduces in detail how the products sold can meet the needs of potential customers. Feature F is the inherent attribute of the product, which describes the facts or characteristics of the product; Advantage A explains the function of the feature and shows how the product can be used or how it can help potential customers. Benefit B shows what benefits the product can bring to potential customers and how the product can meet the clear needs expressed by customers.
Through the study, I also fully realize that in the future training of our financial product sales skills, we must flexibly use FAB rule to match the income of our financial products with the needs of customers, and emphasize how potential customers will benefit from the purchase, so as to stimulate customers' desire to buy and let them make purchase decisions.
Share the sales speech summary 2 1, don't fight unprepared.
The full preparation before sales and the comprehensive strength of the on-site distribution are often easy to disintegrate all kinds of difficult customers and achieve success.
Successful sales is not an accidental story, it is the result of salespeople learning to plan and apply knowledge and skills.
For example, we must learn and memorize company-related information, brochures and advertisements. At the same time, we should collect advertisements, promotional materials and brochures from competitors. Through discussion and analysis, we can know ourselves and take corresponding countermeasures.
At the same time, sales staff must read more books and magazines about economy and sales every day, especially newspapers, understand the news and news events of the country and society, and visit customers, which is often the best topic, so don't be ignorant.
Make all kinds of preparations in advance and buy power for customers appropriately. This method pays special attention to the driving force in product introduction and encouragement. Although the customer will make up his mind sooner or later, without this driving force, he may have a weaker desire to buy, make up his mind slowly, or not want to buy at all.
Only on this issue, many terminal sales staff will easily give up the in-depth sales of products because customers have no possibility to buy, and those who implement this method have already taken the lead. Sales are all the application of common sense, but only by applying these proven ideas to the activists can it be effective.
This method of helping customers decide to buy is most suitable for customers who have no opinions. This requires salespeople not to fight unprepared, to observe and observe well in the sales process, and to have a certain learning and understanding of customer psychology.
2. Give customers a full sense of security
People always seek advantages and avoid disadvantages, and inner security is the most basic psychological need. Persuading customers with safety is the most commonly used sales language.
Excellent salespeople are good "product doctors". We should be familiar with our products, be able to explain them to customers with an eye-catching point, and at the same time give them a full sense of security, and accurately convince and answer customers' questions about products.
This kind of persuasion can be seen everywhere, for example, in the insurance sales speech, it is basically persuaded from the starting point of protection. In the field of automobile sales, if this kind of automobile safety system is very effective to protect the traveling family, it is definitely a strong argument for car buyers. For example, selling a house, telling customers that prices are rising, house prices are rising, and funds are shrinking, is not as safe as investing in a house. Another example is selling equipment. Buying this device can make the customer experience better and attract more customers. If you don't buy, your competitors will buy and take away your customers.
If you point out the selling point that the customer agrees with at one or two o'clock, and the customer agrees with it, then strike while the iron is hot according to the buying idea set by the customer, and let it be postponed, so as to make the business successful.
In the process of sales, we must give customers a sense of security, gradually let customers agree with some key points, and don't waste too much time. After obtaining the customer's consent to the product, we will imply that the customer's product is very suitable for him, and the price and performance are better than similar products. Since the customer agrees with it, it is certain that the product is good, and it makes no sense not to buy it.
When using this method, we should try to avoid any words that can cause customers unhappiness, be sincere and pay attention to the rationality of language use.
3. Grasp the needs of customers.
Know your customers, because they decide your performance. What sales experts pay most attention to is to grasp the needs of customers. This method requires salespeople to have good psychological quality and marketing skills.
Most of these customers don't like others to put any pressure on them to promote sales, and they don't like being surrounded by bragging salesmen. Therefore, terminal sales personnel must keep "rational, favorable and restrained" sales, otherwise they will lose their business and cannot achieve sales.
Before you become an excellent salesman, you must become an excellent investigator. You must discover, track and investigate until you know everything about your customers and make them your good friends. Knowing customers and meeting their needs, not knowing customers' needs is like walking in the dark, wasting your energy and not seeing the results.
In marketing, customers' needs are very different. Without understanding the needs of customers, it is impossible to provide effective services. This method should focus on attracting customers' attention to your products and explain with powerful words why the products can best meet their needs. At the same time, when he hasn't forgotten the reason you told him, recommend it to him, the customer will be happy to respond, and the sales will be completed.